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~ Intershop ~

self-services. The objective of a digital customer portal is part of packages that focus on performance or outcomes for
to simplify everyday work for customers and improve ef- their customers.
ficiency on the seller’s side. There is no magic solution
“MOVING UP
Areas of conflict that will fix every area of
“Online commerce is a disrup- conflict. However, moving
tor to OEM’s traditional way towards a commerce plat-
of conducting business,” says THE DIGITAL form, which supports many
Intershop. As manufacturers standard B2B capabilities
push towards increasing rev- to cover the essential B2B
enue from online and multi- MATURITY LEVELS IS processes and ultimately
channel sales, four areas could empowers you to provide a
be a hurdle you need to jump digital customer portal, will
over, internally and within your CHALLENGING.” give you substantial argu-
ecosystem. ments to manage, or at least
minimize, these conflicts.
Sales
A large number of manufacturers only receive 0%-25% of Grow-as-you-Go
their total revenue from online sales, and this is via outdat- “Getting started is one thing, and the steps of growth and
ed systems that do not put the needs of the customers first. success require dedication and business smartness,” says
Considering demographic factors, one can count on those Intershop. “Think about the next steps when selecting a
numbers to grow in the next few years. “If online sales are future-proof commerce platform. Whatever your company’s
not used as a source to generate revenue from current and ambitions are, your digital commerce solution should be a
new customers, then it means it will partially cannibalize constant companion in all your next steps of digital evolu-
your own sales team’s revenue - and so their commission,” tion. Grow-as-you-Go and take it with you!” ••
explains Intershop. to know more about how to counter the
costs of e-commerce returns? Download the
Text: Nico Hoeijmans // Photos: Dagmar Sporck, Drestige
Dealers/Distributors Descartes pixi whitepaper:
For manufacturers, a strong network of dealers and/or dis-
tributors are critical. They offer additional customer value
with financial services, multi-brand capabilities, warehouse
and logistic services. In addition, they are vital to manufac-
turers who may not have the possibilities to be where their
customers are. However, as customers transition to search-
ing and online purchasing, digital will create a competing
area because customers can now buy from local dealers/
distributors or an OEM’s webshop directly.

Online Marketplaces
Currently, B2B strives to replicate the B2C experience.
Therefore, let’s not forget that B2C leaders, such as Ama-
zon and Alibaba, also have B2B customers. Many online
marketplaces will already offer your competitors’ products
or cheap rip-offs.

Pricing
Pricing becomes more critical, challenging and complex as
manufacturers move more and more towards servitization
- embedding products, services software and even data, as

THERE IS MORE!
A TRUE MILESTONE FOR INTERSHOP IS SUPPORTING OUR NEW STRATEGIC DIRECTION, DEMONSTRATING MANY GREAT MANUFACTURER INSIGHTS. WE HAVE LAUNCHED A REPORT ON OUR COPPERBERG
SURVEY, TITLED “THE STATE OF DIGITAL INNOVATION WITHIN MANUFACTURING.”

DOWNLOAD IT NOW VIA OUR NEW LANDING PAGE. WE ARE SURE YOU WILL LIKE IT: HTTPS://INFO.INTERSHOP.COM/DIGITAL-INNOVATION-MANUFACTURING

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